2018 Partner Program Guide Details


Printer-friendly version Email this CRN article

Alaris, a Kodak Alaris Business


Address2400 Mt. Read Blvd.
Rochester
NY
14615-3029
U.S. HQ phone number5852790102
Worldwide HQ Address2400 Mt. Read Blvd.
Web Site URLhttp://www.kodakalaris.com/b2b
CEOMarc Jourlait
Year Company Founded2013
If applicable, when was your division created?2013
Company SizeEmerging
North American Channel Chief
Full NameMaia Mosillo
TitleSr. Digital Marketing Manager
Date began serving in this role03/2014
Channel Program Information :
Name of North American Channel ProgramAlaris Partner Program
Year this Channel Program was established2016
North American Channel Program ManagerMaia Mosillo
Program Manager TitleSr. Digital Marketing Manager
Please indicate the products and services in which your company specializes and the sales models that apply:
One-time product purchase and resell (either hardware or software)Data & information management
Disaster recovery/business continuity
Office productivity software
As-a-service utility model (for either managed or cloud service delivery)Data & information management
Disaster recovery/business continuity
Managed Services (PSA/IT automation)
Power protection & management
OverallData & information management
Disaster recovery/business continuity
Managed services (PSA/IT automation)
Office productivity software
Power protection & management
Program Tiers:
Top Tier Name:Elite
Tier 2 Name:Premier
Tier 3 Name:Registered
Which of the following best describes your company's Cloud involvement, products, and solutions?
 Our products can be incorporated into Cloud Solutions, but at this time we do not focus on building/supporting Cloud Solutions and Services
 Our existing partner program supports our cloud products/services
Does your partner program offer extra points of margin/discount/rebatesfor registered deals?
 Yes, on all deals registered
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes within 72 hours
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Not Applicable
Does your partner program compensate partners for deals registered by one partner but closed by another?No
How does this channel program motivate/support its resellers?
 Automation systems & partner portal development
 Awards for innovation
 Awards for sales
 Development of training & certification programs/curriculum
 Direct deposit funds
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive program
 Inside Channel account manager coverage
 Joint marketing planning
 Loyalty programs
 Points based reward programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner Communication & Recruitment Materials
 Price protection plans
 Product demo program
 Qualified leads
 Rebates
 SPIFFs
 Sales enablement
 Tiered discounts
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are typically less than the profit your partners derive from your solution
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Statistics on Best In Class Services Attach Rates
  Partner Incentive Programs
 Increase product incentives with service attached
Does your partner program offer a residual revenue program (maintenance, software or professional services), recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
What does this program typically charge your partners for demo units or evaluation licenses?Other alternative
Other alternative (Please explain):What does this program typically charge your partners for demo units or evaluation licenses?Free evaluation units, discounted demo units
By what criteria are partner tiers for this partner program determined?
 Sales/Revenue volume
 Certifications
How are partner discounts determined?
 Annual revenue volumes committed/sold (higher discounts for higher revenue volumes)
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Business Model (i.e. Distribution-VAR resale discount differs from DMR resale discount, etc.)
 Deal Registrations
 Govt. rebate, trade-in rebate, service rebate
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 Sales tools
 Vertical market case studies
 Marketing concierge services
 MDF
 Leads
 Joint marketing planning
What types of training does your partner program offer?
 Self-paced sales on-line training
Hands-on sales training, including whiteboarding instruction
 Classroom based technical training that ends in certification tests (including sharing of any services-delivery IP and methodologies)
 Hands-on technical labs
 Marketing skills training and/or certification
Is there a cost to partners for training and/or certification?
Basic TrainingFree for all partners
Advanced TrainingFree for all partners
High Level CertificationFree for all partners
How often does your partner program require re-certification or renewal for partners?Once per year
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program?
 There are NO REQUIREMENTS to join this partner program
Does this channel partner program offer:
 Pre-sales support
 Technical support
 Local account/field reps
 Dedicated account team
How much time in advance of their customers are solution provider partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
Does your company's partner program portal/web site provide:
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Automated rebate processing
 Account management
 Portal with customizable views based on profiles
 Ability for partners to syndicate your content to their website
 Deal Registration
 A selection of marketing campaigns partners can order and have executed for them
 Responsive design for mobile access
 social syndication, special procing requests, support request, evaluation request, rebate processing like trade-in
Which of the following types of hands-on marketing support does your partner program provide?
 One to one marketing planning with internal partner marketing managers
 One to many marketing support via internal partner marketing managers
 Access to an automated marketing platform
How does your partner program inform and educate your partners? Does your partner program provide any of the following:
 Hosts a conference specifically for partners
 Conducts online webinars and conferences
 Publishes regular newsletters
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing?
 Proposal-based
What does this partner program allow partners to spend MDF on?
 Appointment setting
 Print advertising
 Digital advertising
 SEO
 Sales Training
 Technical training/certification
 Customer seminars/road shows
 Market research
 Events: industry conferences, workshops, etc.
 Telemarketing/Outbound sales calling
 Email marketing
 Co-branded merchandise
 Content development (case studies, social
content, blogs, solution briefs, etc.
 Direct Mail
 Social media enablement
 Syndication
 Activities that generate leads
 Branding and thought leadership campaigns
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?10-25%
How does your partnerprogram support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partnersAll partners
Generates leads which are turned over to partnersAll partners
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programsAll partners
Provides tools on portal for partners to drive their own demandAll partners
Do partners need to meet specific lead management criteria or training in order to receive and continue to receive leads?No

Unedited content provided by vendors.


Printer-friendly version Email this CRN article